the buyer can cancel the purchase, and get the refund for the payment.\So the shipment was made. Unfortunately, due to mechanical problems, the vessel arrived at the destination a few hours late. The buyer refused to accept the goods. As a result, the goods had to be sold on the spot, and the seller lost $700,000.

(1) Was the \date\clause consistent with CIF term under Incoterms

2000?

(2) What trade term is proper for the obligation concerning arrival time? 析：卖方受损的原因是货物达到目的港的时间晚于合同规定的时间，因此买 方

拒收货物。从表面上看，似乎问题就是出在卖方违约上，但如果仔细分析就会发现， 该合同本身的内容就存在自相矛盾的问题。合同用的是CIF术语，卖方在货过船舷时风险就转移。卖方既不承担运输途中的风险，也不保证货物是否能抵达目的港。CIF合同本质上是一个“shipment contract”。但加上一条保证到岸时间的条款后，合同的性质发生了变化：它变成了一个“arrival contract”。也就是说，在货物按时抵达目的港之前的一切风险都由卖方承担，否则卖方就是违约。 （1）答案：No.

答题切入点：a CIF术语对双方风险及义务的划分，点出“shipment contract”这一概念；b 解释“arrival date” clause对合同性质的改变。 （2）答案： DES。

答题切入点：对比两个术语在义务、费用划分上的相似程度。

Chapter three

III Explain the following terms １ inquiry

答： An inquiry is the act of a potential client asking for information from the counterpart to his intention in buying or selling a certain commodity. 2 offer

答： An offer is a sufficiently definite proposal addressed to one or more specific persons for concluding a contract， necessarily

indicating the intention of the offeror to be bound in case of acceptance.

IV Short questions

１ What are the four components of the standard form of a price？ 答： A code of currency， a number， a unit and a trade term. ２ What are the differences and similarities between commission and discount？

答： Similarities： Both commission and discount are used as incentive to promote transactions.

Differences： a. Commission payment is an add-up on top of the original price， while discount a reduction； b. Commission mainly applies to transactions which involve middleperson or agent. Discount can be used without particular prerequisites.

V．Case Studies

1. AC Company offered to sell goods at \per case CIF New York\The importer requested a revised quote for CFRC5%. The premium rate for insurance was 1.05% and mark-up for insurance was 10%. To get the same export revenue, what would be AC's new offer?

A: CFR = CIF x ( 1- U x R) = USD100 x (1-110% x 1.05%) = USD98.845

CRFC5 = CFR / (1- C%) = USD98.845 / (1-5%) = USD104.047

AC’s new offer would be “USD 104.047 per case CFRC5% New York”.

2 The price quoted by an exporter was \per case FOB Shanghai\The importer requested a revised quote for CIF Auckland. If the freight was USD50 per case, 110% of the value was to be insured, and the premium rate for insurance was 0.8%, what would be the new price?

A: CFR = FOB + F = 450 + 50 = USD500

CIF = CFR/(1- U x R) = 500/(1- 110% x 0.8%) = 500 / 0.9912 = USD504.44

The new offer would be “USD504.44 per case CIF Auckland”. Chapter four

III．Calculation

Company C has a contract to export 10 metric tons of Seafood， to be packed in cartons each of 40 lb.（1lb ＝0.45358kg）， with a 5% more or less allowed both in quantity and in amount.

1 How many cartons of Seafood can Company C deliver at most？ 2 How many cartons of Seafood should Company C deliver at least？ 解：1lb ＝0.45358kg so 40 lb ＝18.144kg Maximum： ［10×1000kg ×（1 ＋5%）］ ／18.144 ＝578.7 （Attention： 0.7 should be deleted here） ＝578 cartons

Minimum： ［10 ×1000kg ×（1－5%）］ ／18.144 ＝523.6（Attention： 0.6should be added here） ＝524cartons

Answer： １） At most， Company C can deliver 578 cartons of Seafood. ２） At least， Company C should deliver ５２４ cartons.

IV Explain the following terms 1 quality latitude

答： Quality latitude means the permissible range within which the quality of the goods delivered by the seller may be flexibly controlled. 2 quality tolerance

答： Quality tolerance refers to the quality deviation recognized （ e.g.by some industry）， which allows the quality of the goods delivered to have certain difference within a range. ３ more or less clause

答： “More or less clause” refers to the stipulation constituting part of the quantity clause in the contract that allows the seller to deliver

the goods with a certain percentage of more or less in quantity accordingly.The use of “more or less clause” is for the sake of efficient. 4 F.A.Q.

答：F.A.Q. is the abbreviation of “fair average quality” F.A.Q. is a kind of standard used to indicate that the quality of the product offered is about equal to the average quality level of the same crop within a certain period of time （e.g. a year.）.

VI. Case Studies

1 A Beijing company signed a contract to import wool from Australia. The quantity was specified as “20 M/T”. When the wool was delivered, it had a regain of 33%. (1) What is a regain?

(2) Why did the buyer get a bad deal?

(3) If the standard regain is 10%, and actual regain is 33%, what is the conditioned

weight?

析：本题的解题要点：a. 文中提到合同约定的数量是“20MT”，应理解为净重。

因为计算重量的方法有毛重，净重，公量等，而根据联合国国际货物销售合同公约第五十六条，如果价格是按货物的重量规定的，如有疑问，应按净重确定。b. 合同商品的羊毛，具有较强的吸湿性，其所含的水分受客观环境的影响较大，故其重量很不稳定。为了准确计算这类商品的重量，国际贸易中买卖双方通常会约定标准（公定）回潮率， 采用按公量计算的办法。 (1) 答案：回潮是指货物（纤维材料）在环境温度下吸湿含水的现象。 回潮率则是指货物（纤维材料）含水重量占货物（纤维材料）干重的百分比 答题的切入点：回潮（率）的概念

(2) 答案：买方这笔交易不划算。因为合同中没有明确规定计算重量的方法，只能按净重计算。因此当卖方实际交货的羊毛，因具有较强的吸湿性而其所含的水分高达33%是，买方也别无他法，只得按净重（连带33%的水分）计算付款。

∵ Conditioned Weight = Dried Net Weight x(1+ Standard Regain)